This is useful in reacting quickly to our environment, but sometimes these fast conclusions and decisions lead to cognitive illusions. You can use these tricks of the mind to get people to do stuff. For example:
- If you mention money then people become more independent and less willing to help others.
- People filter out information they don’t agree with, but you can get past those filters by first agreeing with them.
- People are more likely to do something if you can get them to phrase it as a question to themselves (‘Will I exercise each week?’) than if you get them to say a declarative statement (‘I will exercise each week.’)
If you understand what motivates people, then you can change and modify what you do, what you offer, and how and what you ask of people.